WHAT TO DO WHEN A PROSPECT ISN’T READY TO BE A CLIENT

May 20, 2015

Lots of businesses focus on their sales process. Fewer talk about their clients’ buying process.

Which is the more important of the two?

Kevin Davis’s 2011 book Slow Down, Sell Faster! put forward the powerful idea that whilst many people focus on sales techniques,...

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TARGET CLIENTELE: “WHY CAN’T I JUST TARGET EVERYONE?”

May 06, 2015

It's a good question.

There's no doubt that most planners could add value to most people. However, the question isn't around whether you can, but instead whether you should.

Let's look at this from a business perspective. You have two core options when it comes to growing a business. 

Option...

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HOW TO GET OUT OF A BUSINESS BREAK-UP AMICABLY

Mar 11, 2015

Once upon a time, when I worked in corporate, a more senior colleague told me a story that has stuck with me for years.

It was the story of his wife and him. They began life, as most couples did, close. They had children and his focus turned to his career. His wife made the choice to invest...

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THE ART OF CLIENT HANDOVER WITHOUT THE HANDOVER

Mar 04, 2015

I got asked a really good question last week. It was all to do with how to communicate to existing clients they would now be managed by a new review adviser.

How can I do it without the client feeling fobbed off?

I’m not sure you can completely eradicate the...

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Leadership Lessons From A Shirtless Dancer

Apr 04, 2012

Is Leadership really all that? 

MBA lecturers may disagree, but isn’t it those with the courage to be the first to follow – those early adopters – who are truly the driving power behind innovation?

Sure, takes someone to spark something different, but without...

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